SBI Blog Revenue Growth Insights

One of my favorite quotes about writing has been attributed to many great authors, including Pascal, Cicero, Twain, Fran...

While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new bus...

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

Across our client base and in our sales training workshops, we are seeing sales professionals becoming more familiar wit...

Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather i...

Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems li...

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

Halo Effect In Business If someone's first experience with you is positive and they see you in a good light, it’s hard t...

I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to he...

Decision-making is critical to all management positions. However, decision-making is even more important to you in your ...

It may be time to get serious about using LinkedIn for sales, including prospecting. We all hear the buzz about social n...

As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few though...

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the...

Your company has made your development as a sales professional a core part of their strategy, so you are about to enroll...

Are you a good sales coach? Many managers rarely give this question much thought, and that is a pity since sales coachin...

Forecasting can be a challenging task. As a Sales Manager, you're asked to look into the future, predict the probable be...

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requireme...

There are many sales training programs to choose from and the investment is not insignificant. In order to find the best...

Despite all the hype around social selling, a recent Brevet Group study showed that less than 50 percent of salespeople ...

There is an ongoing, evolving debate about the best way to deliver sales training programs. At the center of this debate...

We see it time and time again. Companies pour money into the wrong types of sales programs. Millions are spent on the an...

Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often ...

Too often we see sales leaders procure their sales management training program only to find out that it is just a reconf...

Monday was a big day in the Williams household – the first day of school for our kindergartner. We’ve been busy the past...

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all ha...

Once a company has identified the need for sales training, the next step is to navigate your way through all of the opti...

One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. This is part...

People buy from people they like and trust, correct? That’s a given. But when you are making a sales training investment...

It is often hard for the sales people to make the transition to sales manager. Part of this challenge is attributable to...

Ask any sales training professional and they will tell you that a common question among key sales training stakeholders ...

The transition from Sales Professional to Sales Manager is often a difficult one and a topic that has been discussed in ...

We’re all familiar with the term Value Proposition. Most often, it is used to describe how your company differentiates i...

In the 1980s Oldsmobile ran a series of pretty cheesy, but memorable ads with the tag line, “This is not your father’s O...

Deal coaching often gets a bad rap because it is frequently unstructured, and often becomes a contentious discussion bet...

Being a sales professional in today’s internet-savvy, procurement-driven, cost-conscious environment is extremely challe...

One of the benefits of attending industry trade shows is being able to learn best practices from industry leaders. For u...

One of the most challenging aspects of managing a sales team is sales pipeline management. While the nearly universal ad...

Let’s face it: when we think of a great salesperson, we often think of that hard-charging, fast-talking, go-getter that ...

Great frontline sales managers are a real differentiator in maximizing the potential of sales teams. This is particularl...

At Brevet, we like to think we stand out (hopefully, in a good way!). In a profession where far too many decisions are m...

Asking great sales questions is an essential selling skill that all sales professionals must master to accomplish an eff...

In a perfect world, customers wouldn’t raise any sales objections. Sales professionals would precisely identify each cus...

Wolf of Wall Street Sales Training & Lessons Does Hollywood paint a realistic picture of business? In short, probabl...

I used to sell software licenses. My customers didn’t even get a box in their hand. I reflected on what I was actually s...

Perhaps Success in Sales Teams is Rooted More in Sound Fundamentals and Positive Atmospheres I was disappointed to see P...

We firmly believe that sales managers must master the critical skill of sales coaching in order to maximize the sales pe...

Here is an all too familiar story: A sales organization needs to fill an open position for a frontline sales manager and...

My goal is to share best practices and proven, performance-enhancing tactics that Aberdeen’s five-year Sales Training re...

If there is one consistent complaint we hear from frontline sale managers, it is that they are always short on time. Thi...